ennova Business Models A platform for analyzing existing
business models and imagining new ones
Slide 2
ennova Hi, Im Digit
Slide 3
ennova Im here to talk to you about... Business Models
Slide 4
ennova This presentation is about using a common platform to
describe business models.
Slide 5
ennova Lets start with... What is a business model?
Slide 6
ennova A business model describes how an entity organizes
itself to create value and derive revenue. Alex Osterwalder PhD You
can learn more at his website: http://www.businessmodelgen
eration.com/
Slide 7
ennova By using a common platform to describe our business
models we can...... have a common language to describe where we are
going.
Slide 8
ennova... all understand how the work we do fits together to
form the whole. By using a common platform to describe our business
models we can...
Slide 9
ennova... imagine new capabilities to add to our organization
to see how they would fit. By using a common platform to describe
our business models we can...
Slide 10
ennova... ask questions about why we do things the way we do,
and see the impacts everywhere. By using a common platform to
describe our business models we can...
Slide 11
ennova By using a common platform to describe our business
models we can...... evaluate the risk of changing our business
structures.
Slide 12
ennova... use it to imagine new business models that would
create new value and new revenue streams By using a common platform
to describe our business models we can...
Slide 13
ennova Okay, we're convinced. A common platform to describe
business models would be great. But what is this platform?
Slide 14
ennova Could you hurry up? These are heavy.
Slide 15
ennova Who - Customers The business model platform starts with
customers.
Slide 16
ennova What - Offer Customers Next comes the offer made to
customers.
Slide 17
ennova Offer How - Organization Customers Followed by the
organization, the entity that makes the offer possible
Slide 18
ennova Why - Economics Offer Organization Customers Finally,
the economics, the costs and revenues associated with it all. Thats
it, only 4 categories?
Slide 19
ennova Economics Offer Organization Customers Theres more. Nine
building blocks define the key relationships between these four
areas.
Slide 20
ennova Customer Segments Economics Offer Organization Customers
First, what are the customer segments your business model
serves?
Slide 21
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Second, what is the offer you have for each
segment? Value Proposition
Slide 22
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Third, what characterizes the relationship
with the customer? Value Proposition Relationship Management
Slide 23
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Four, how will you distribute your offer to
this customer type? Value Proposition Relationship Management
Distribution Channels
Slide 24
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Five, how will you charge for this offer?
Value Proposition Relationship Management Distribution Channels
Revenue Flows Cool! Thats how our value generates revenue
Slide 25
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Six, what key activities do you perform to
deliver this offer? Value Proposition Relationship Management
Distribution Channels Revenue Flows Key Activities Thats us and our
work.
Slide 26
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Seven, what activities will you give to
partners to perform as they can do it better than you? Value
Proposition Relationship Management Distribution Channels Revenue
Flows Key Activities Partner Network
Slide 27
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Eight, what resources do you need to perform
the activities? Value Proposition Relationship Management
Distribution Channels Revenue Flows Key Activities Partner Network
Key Resources
Slide 28
ennova Customer Segments Customer Segments Economics Offer
Organization Customers Finally, how do your resources and partners
drive costs? Value Proposition Relationship Management Distribution
Channels Revenue Flows Key Activities Partner Network Key Resources
Cost Structure Great. Can you show us an example?
Slide 29
ennova Sure, but before we talk about that, take a moment to
review the business model platform. Business Model Canvas Alex
Osterwalder 9 Building Blocks Define Your Business Model
Slide 30
ennova Do you know Skype? Business Model Canvas Alex
Osterwalder
Slide 31
ennova They started by targeting travelers and small business
owners. Business Model Canvas Alex Osterwalder Travelers Small
Business
Slide 32
ennova Travelers Small Business Free calls Reasonable Quality
Conference calls Video calls Cheap calls to phones (Skype out) With
an offer for free calls, free video conference and cheap calls to
phones. Business Model Canvas Alex Osterwalder
Slide 33
ennova Travelers Small Business Web Automated web relationship
Software download set-up Free calls Reasonable Quality Conference
calls Video calls Cheap calls to phones (Skype out) The
relationship was, and remains automatic, with distribution through
the web. Business Model Canvas Alex Osterwalder
Slide 34
ennova Travelers Small Business Web Skype Out Ancillary
Products Free Automated web relationship Software download set-up
Free calls Reasonable Quality Conference calls Video calls Cheap
calls to phones (Skype out) Revenues come from Skype-out calls and
ancillary products. Most calls are free. Business Model Canvas Alex
Osterwalder
Slide 35
ennova Travelers Small Business Web Skype Out Ancillary
Products Free Software Development Complaint Management Automated
web relationship Software download set-up Free calls Reasonable
Quality Conference calls Video calls Cheap calls to phones (Skype
out) Key activities are software development and complaint
management. Business Model Canvas Alex Osterwalder
Slide 36
ennova Travelers Small Business Web Skype Out Ancillary
Products Free Software Development Complaint Management Automated
web relationship Software download set-up Country Telcos Payment
Providers Logitech Free calls Reasonable Quality Conference calls
Video calls Cheap calls to phones (Skype out) They partner with
Telcos, payment and product providers. Business Model Canvas Alex
Osterwalder
Slide 37
ennova Travelers Small Business Web Skype Out Ancillary
Products Free Software Development Complaint Management Software
Developers Software Automated web relationship Software download
set-up Country Telcos Payment Providers Logitech Free calls
Reasonable Quality Conference calls Video calls Cheap calls to
phones (Skype out) Unlike Telcos with $billions invested in
infrastructure, Skypes key resources are developers and the
software. Business Model Canvas Alex Osterwalder
Slide 38
ennova As a software company their costs are limited to
software development and complaint management. Travelers Small
Business Web Skype Out Ancillary Products Free Software Development
Complaint Management Software Developers Software Software
Development Complaint Management Automated web relationship
Software download set-up Business Model Canvas Alex Osterwalder
Country Telcos Payment Providers Logitech Free calls Reasonable
Quality Conference calls Video calls Cheap calls to phones (Skype
out) Partner Fees
Slide 39
ennova See how easy it is to describe how a company works?
Business Model Canvas Alex Osterwalder
Slide 40
ennova Business Model Canvas Alex Osterwalder Just for fun
Skype recently released their numbers for 2008. 340 million
registered users 100 billion free calls $550 million revenue Theyve
become the largest provider of cross-border voice communications in
the world.
Slide 41
ennova So, thats what business models are all about.
Slide 42
ennova Imagine if everyone in your organization had a common
understanding of your business model?
